Customer Reviews

Nice Girls DO Get The Sale: Relationship Building That Gets Results

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Nice Girls DO Get the Sale: Relationship Building That Works is a great book that will help you hone a sales style that works for you.
This book is ideal for people who 1) Haven't worked in sales before and are now faced with the prospect of doing so and fear having to turn into someone else in order to be successful, 2) Have worked in sales but never felt very comfortable in the role, or 3) A business owner who finds that the sales function is definitely one they are responsible for and would like to be more effective.

Author Elinor Stutz shares her impressive story of working in an all-male environment that actively tried to make her fail. Her determination and tenacity is inspiring and the book is full of highly practical tips and lessons that Elinor learned along her journey from novice to top performer.

Elinor says to ask great questions to close the deal like rather than use sleazy techniques to trick people. She comes at sales from the approach that you are there to help the customer and be a trusted partner of theirs, and by doing so, sales will be a natural byproduct.

She teaches how to build trust, prepare for an appointment, start your day off right by developing a routine for success, get great referrals, sell against stronger better known competition, stay positive, handle rejection and finish the sales all without selling your soul or sacrificing your integrity. Whether you are Naughty or Nice, you will love the Nice Girl approach to sales!

Nice Girls Do Get The Sale: Relationship Building That Gets Results by Elinor Stutz, Sourcebook, Inc. 2006 (paperback)

The author of this book, Elinor Stutz, is the founder and CEO of "Smooth Sale," which provides business-to-business sales training and coaching. Stutz certainly has the expertise to write this book. Her credentials are based, in part, on her attention to detail and ability to determine the needs of both the saleswoman and her clients.

The book is organized into twenty-three chapters, and each chapter offers new and useful information. The author summarizes the key points in each chapter with "Nice Girl Sales Tips" in the form of a list. Using both story form and how-to, Stutz presents a thorough and useful guide to benefit any working woman.

In chapter 2, Stutz tells the story of the beginning of her sales career after spending fifteen years at home raising two children. With humor, she reveals how she entered sales: her husband announced that she had the personality of a salesperson. Stutz asked him, "Is that a compliment or an insult?" Stutz then explains to the reader what her perception of a sales person was, how that perception evolved, and how her personality fit the career. No matter our product or service, most of us have to sell it, thereby putting women in a sales career. At the very least, we have to sell ourselves via the job interview or book proposal. Stutz offers the reader the components of a positive perception of sales.

Chapter 3 encourages the reader to persevere. Stutz plowed through a chauvinistic and sexist "good ol' boys network" in her first sales job. She had no sales experience and was given no training. She quickly earned the nickname "The Bulldozer" by, well, working! The author is a great role model for determination, discipline, and the desire to succeed against all odds.

The main theme of the book is phrased in the sub-title. Selling is relationship building, which begins with establishing rapport with a client and/or prospect. Stutz indicates that women do not have to be pushy. According to Stutz, the salesperson must sell from the "prospect's view of the world." She has defined the "Nice Girl Philosophy," which includes integrity, respect, and kindness. Sales women solve problems for the clients and serve as consultants. Although Stutz states what she sees as differences between how men and women sell, she could easily prescribe the same sales techniques to both genders. However, women are fortunate that she wrote this book just for us!

Stutz offers information on how to use technological data-base contact management systems effectively, as well as how to network face-to-face or on-line. There is also a long list of resources available, an index, and a guide to her line of CDs, e-zine, and other services. As an author, artist, and real estate broker who gets to sell in some capacity everyday, I highly recommend Nice Girls Do Get The Sale.

Review by Lynn C. Tolson

Thanks for your great book which I purchased at the networking dinner event a couple of weeks ago. I've been enjoying it and working my way through it with my highlighter!!

I loved reading every page of Nice Girls Do Get The Sale! Elinor Stutz shares stories which I could definitely relate to and shares straight from her heart. Having recently seen her speak live I was really moved by her authenticity and power. Her passion for helping others is huge and she has taught me not only that when I share from my heart that I am really serving, she also taught me HOW to apply sales techniques to ensure that what I offer CAN reach people and be of benefit to many more than when I hold back because of fear of being rejected etc. And it inspires me because it is written by a woman with real life experience in a world that has been dominated my men and hard sales instead of HEART sales.
I can highly recommend this book as well as her latest: HIRED!

No one likes to feel like they are being sold to. I've always said that and feel that way myself. Elinor's premise is all about building relationships based on trust - the key to lasting sales, especially if you are selling something and you want your customer or client to buy again.

I love Elinor Stutz' writing style and organization of this book. It's an easy read and provides lots of examples - actual stories of what worked and what hasn't worked. Elinor gives a variety of ways to get to the decision maker - lot of basics put into proper perspective - for results. This is a great book for anyone who is just starting out in sales and for anyone who has been in sales for a long time and wants to glean a few new ideas or be reminded of some they might have forgotten.

If you hate selling or you don't know how to sell or even if you think you know how to sell, this book is amazing. Well organized with immediately use-able tips and ideas. I teach marketing classes and this book is required reading. It's easy to read and helps people overcome negative assumptions they have about selling while teaching that sales can be a field of integrity, honesty and relationship building. Love this book!

Nice Girls DO Get the Sale is beautifully written, and nicely structure so one can follow along. The book is easy to read. I keep her book near my workplace for constant reminder. Elinor has offered some great tips and questions. Her book is divided into different chapters, and throughout the book there are key questions, quotes and bullet points that are emphasize her writing. She also have funny stories in the book that makes it more personal and realistic.

I would recommend this book to any salesperson-- even if you are not a girl.

Elinor Stutz' book, "Nice Girls DO Get The Sale" is filled with down-to-earth and factual assistance on how anyone can achieve long-lasting relationships with your clients or customers. No matter what industry you may be in, you always have relationships where you are having to represent either yourself or your company. In Elinor's book, she completely explains how winning the loyalty of your clients or customers will continue to improve your income by building long-lasting relations that are win-win situations. And who would not want that kind of business person to purchase from? I have also had the opportunity of seeing and hearing many of Elinor's professional advice and all of it coincides with everything she explains in her book, "Nice Girls DO Get The Sale." This book is for anyone who works in any business!

The book arrived on time and as described. I'm enjoying reading it. I recommend it to anyone, especially women in the selling profession

As a former top-performing sales rep and sales manager, I've read many books and attended scores of seminars on how to sell. I always consider that my time has been well spent if I get even one great idea from an offering. Ms. Stutz presents hundreds of them in her book. In addition, her tips are engaging and memorable because they are revealed in narrative form. I found myself empathizing and rooting for the main character in the story (Ms. Stutz) just as I would in a novel. The only difference is that I put this work down with many more sales tools under my belt.

How do you eliminate the risk that there will be multiple decision-makers involved and you've only been talking to one of them?

How can you send out mailings that people love so much they actually hang them on their office walls?

How do you get a crusty, strong-man security guard to give you the list of company contacts to take to the ladies room so you can copy it on the down-low?

How can you make a hiring manager virtually promise to give you your first sales job?

These and many many more questions are answered with panache in Nice Girls.